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Breaking the Status Quo - Joe Terry @ Forrester's Technology Sales Enablement Forum

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Slides from Joe Terry's session on Breaking the Status Quo at Forrester's Technology Sales Enablement Forum.

Slides from Joe Terry's session on Breaking the Status Quo at Forrester's Technology Sales Enablement Forum.

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  • 1. Breaking the Status Quo Barrier Convincing your prospects to do something different © 2011 Corporate Visions, Inc. All rights reserved. Corporate Visions, Power Positioning and Be Different. Where It Counts. Your Message. are registered trademarks or trademarks of Corporate Visions, Inc. All other trademarks are the property of their respective owners.
  • 2. Make the Status Quo Unsafe“Change in people only comes when survival instincts trump comfort zone instincts.” Dr. Gertmenian (Dr. G)
  • 3. A decision to change New Brain Designed for Analysis Old Brain Designed for Survival Decision-Making Engine
  • 4. Joe Terry Chief Executive Officer Corporate Visions, Inc. @JoeTerry58jterry@corporatevisions.com
  • 5. Today YOU will learn why… Value Propositions Fail Solution/Value/Customer Centric Selling doesn’t workYour Competition isn’t who you think it is
  • 6. Value Propositions Failure to Create Impact Only 14% of “benefits/value” 14% promoted created impactRelevant to YourProspect 86% Created NO Impact! Unique to You
  • 7. You 60% Status QuoProspectEngages Why Us? Them
  • 8. 65 % Buying Vision 35 % Bake-Off You 60% Status Quo St Prospect EngagesWhy Change? Why Us? Yes#1 Yes#3 Why Now? Yes#2 Them
  • 9. Y Status Quo Barrier Y BREAKING THROUGH
  • 10. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  • 11. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  • 12. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  • 13. Risk/Loss Aversion Incumbent Advantage StatusAttention Scarcity Quo Barrier Change Burden
  • 14. What was the difference?Bill James Billy Beane
  • 15. Customer Conversation System Market Demand Solution Up-Sell Executive Makers Creation Presentation Cross-Sell Retain Vision Renew Great Conversations Messages Tools SkillsMarketing Sales 3rd Party ROI
  • 16. Independent 3rd Party Documented Results With World-Class Companies
  • 17. Distinct Point of ViewGrabber Impact Proof Pain ContrastWhy Change? Why Now? Why You?
  • 18. YOU saw why… Value Propositions Fail Solution/Value/Customer Centric Selling doesn’t workYour Competition isn’t who you think it is
  • 19. MARKETING & SALES MESSAGING CONFERENCE hosted by Corporate Visions CHICAGO SEPT 18-20conference.corporatevisions.com
  • 20. Distinct Point of View
  • 21. Your ChallengeWhy Change Why Now? Why You?